Directeur de grands comptes/Directrice de grands comptes
As a
Global Key Accounts Director , you will be responsible for leading the team of Global Key Account Managers and overseeing the worldwide coordination of key accounts, including strategy definition, inside sales, operational performance, and financial results. You will be working for our 4PL solution, within the Line of Business (Lo
B) Freight Forwarding. You will be representing Geodis for all aspects of customer relationship, being the central link to all functions. Strategy definition and Customer Management
Lead, coach, and develop a high-performing team of Global Key Account Managers, ensuring best practices and continuous improvement in account management. Drive the overall health and growth of strategic relationships with key customers across SCO. Oversee the creation and maintenance of customer cards and communication matrices at a global level. Analyze full supply chain customer spending to identify and realize new business opportunities. Guide the expansion of Geodis’ presence within customer organizations, fostering deep and broad partnerships. Propose and implement service optimizations to improve performance for both the customer and their end customers. Anticipate, understand, and steer organization-wide responses to customer scope changes, ensuring effective change management. Supervise the handling of Change Management Requests and contract/SOW addenda at a strategic level. Foster collaboration and knowledge sharing among the Key Account Management team and across regions. Present consolidated performance reports on major accounts to senior management, highlighting trends, perspectives, and strategic recommendations. Provide expertise, operational knowledge, and leadership within the SCO organization. Support the team in responding to customer tenders and on-demand requests, ensuring coordinated and effective input. Collaborate with Procurement teams to define global buying strategies. Animate and engage internal teams to deliver on customer expectations, and promote a dynamic, growth-oriented atmosphere. Operational performance
Oversee the resolution of escalations, ensuring issues are addressed rapidly and systematically. In partnership with operational teams, consolidate and review performance indicators at the global level, challenging teams to meet or exceed contractual objectives. Guarantee timely and accurate provision of KPIs, ensuring visibility and accountability. Collaborate with Procurement to monitor supplier performance. Partner with Transformation teams to increase supply chain visibility and innovation for key customers. Drive profitable revenue growth with key customers, at both account and portfolio levels. Ensure the achievement of EBIT targets and overdue objectives. Oversee improvements in DPO/DSO ratios and cash flow for the complete account scope. Anticipate financial trends and provide visibility on accruals. Partner with Finance to build, analyze, and improve reliable P&L statements for each key account. Ensure invoicing processes are robust, automated, and disputes are resolved efficiently. Profile
15–20 years’ experience in Sales, Business Development, or Account Management, with a significant portion in people leadership roles. Strong knowledge of Supply Chain / 3PL / 4PL is mandatory Demonstrated ability to motivate, lead, and develop teams. High motivation and interest in all dimensions of business (Commercial, Operational, Finance, Project). Strong relationship-building skills with customers and internal stakeholders; ability to create high-level intimacy and trust. Capability to influence customer decisions and challenge internal organization to reach SCO objectives. Leadership, persuasive abilities, analytical mindset, pragmatism, and a dynamic approach are essential.
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